Ben Hanback: Visualization as important in business as in athletics

Aug. 4, 2013

Written by

Ben Hanback

For the Tennessean

I was driving my family back from the beach recently and my wife caught me talking to myself (not the first time, of course). She asked me what in the world I was saying. I had to think for a minute, and then realized I was walking through a tough business conversation I had to have the next day ... and I was strategically talking through exactly what I was going to say to my client.

As a former college track athlete, I’d often visualize the outcome of an event or imagine how I’d perform. You’ll often see placekickers in college football and the NFL do the exact same thing — envisioning the ball going through the uprights with laser concentration before the ball is snapped. My friend Rob Bironas, placekicker for the Tennessee Titans, has told me he sees the ball hit the back of the net before he even kicks.

As business leaders we should take advantage of this sports-related technique. And to prove it, here are four areas where visualization can make an impact on you, your business and your career:

Public speaking

Studies show that people fear speaking in public first ... and death second. Sweaty hands, dry mouth and a pounding chest usually accompany this fear. The old rule of public speaking, to imagine everyone in their underwear, has never worked for me. Instead, I imagine each part of a speech.

I recently spoke to a group of 125 high school students. In preparation for the event I presented the speech to my own children, then imagined the speech going exactly how I wanted it to. I wanted the students to really hear what I had to say and learn from my experience.

If you expect the worst, you may just crash and burn. Think positive ... and leave the underwear in the laundry.

Presentations

I love this quote by Coach Vince Lombardi: “Practice does not make perfect, only perfect practice makes perfect.” It’s relevant to every business presentation out there. The more prepared you are, the more you’ll be able to visualize a positive outcome and be prepared for any logistical challenges. Always ask yourself these questions:

• “Do I have a backup copy of my presentation material?”

• “Do I have an extra power cord?”

• “Do I have plenty of extra paper copies in case unexpected attendees show up or if the technology fails?”

Important conversations

Just like me talking to myself on the way home from the beach, if it’s a call I’m preparing for, I make sure I know exactly what I need to say before I pick up the phone. You need to be clear and concise — never leave room for misunderstanding.

Try visualizing your answers if tough questions are fired at you. How are you going to respond? Exactly what do you want to convey? Know the answers before starting the conversation.

Job interviews

There’s probably not a more important meeting than the one with a potential employer. Keep in mind that an interview is about the subject you know best: yourself.

Most interviewers already know you’ll be nervous and anxious, so put them at ease immediately with your confidence. Make sure you have answers for any gaps in your career or employment history, then relax and visualize the meeting as a conversation as opposed to an interview.

So, just like Rob Bironas on Sunday at LP Field, business­people are performing and competing at a high level. Prepare and visualize success every time and you’re almost certainly guaranteed a win.